Crafting Successful Managed Services RFPs

Originally Aired: October 15, 2020 Now Your Desk!

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The COVID pandemic continues to have major influence on the IT Services Market. Companies are facing increased pressure to look for more cost effective and flexible service delivery options for functions impacted by the pandemic. Based on this increased pressure, ClearEdge has observed certain trends emerging such as vendors exploiting strong incumbent positions, in an attempt to grow their margins within their account base. The result more often than not is non-competed increases in contract scope. Whether it is a new service requirement or a contract renewal, making your suppliers compete for your business has never been more critical. Running a formalized purchasing process is still the corner stone to improving outcomes and maximizing ROI.


  • Overview of the current services purchasing challenges and market trends
  • Where buyer RFP processes often leak leverage and how to fix it
  • Tools for competing and optimizing your spend
  • 3 Phases to a successful outcome


Chris Powers

Managing Partner, Consulting Services

Chris leads the Cloud ERP, Professional Services and Outsourcing Practices at ClearEdge. In this capacity, he provides consulting and talent development services to ClearEdge clients in this complex and fast-growing category of IT spending. Chris brings over 20 years of leadership in sales and delivery of IT services to global clients. He previously served as VP/GM at Atos, Siemens IT Solutions and Services, and ENTEX Information Services, and received his MBA and undergraduate degrees at Babson College.

James Faletra

Managing Director, Cloud and Managed Services

Jim is an expert on Enterprise IT infrastructure, and brings a rich combination of IT sales, solutions development and consulting skills to ClearEdge Partners. Before he joined the firm, Jim worked at CenturyLink as Director of East Region Sales & Solutions organization, mapping technology to clients’ business needs. Jim focused on the Managed Services market segment, including Private and Public Clouds, Co-location, Security and Networking. Prior to that, he worked as Managing Director of Product Architecture and Transformation at ATOS Global IT Services (formerly Siemens Business Services), where he managed the Enterprise Architecture Group and specialized in the creation of IT Outsourcing Services. Areas of focus included Service Desk, Managed Desktop, Virtualization, Network and Security Services. Jim’s tenure in IT spans 3 decades. He holds a Bachelor Degree from the University of Massachusetts.